We are looking for an experienced Channel Sales Manager to help us build our indirect sales program from the ground up. This will include identifying, pitching and building new partnerships with resellers, system integrators, MSSPs, security consulting firms, cloud providers and other relevant partners that can have a direct impact on revenue.

Your north star metric will be the volume of opportunities and pipeline generated from said partners + volume of ARR generated by partners on their own (for those partners who go as far as closing deals).

Context :

• We already have great traction with a few selected partners that were proactive with us in establishing a relationship and it makes no doubt that our products, our customers and our industry are well suited for indirect selling. Today we’re ready to scale this initiative.This is a strategic position for us with many things to build from scratch!
• Our typical customers are companies with hundreds or thousands of developers that are leveraging hundreds of third party SaaS, PaaS and IaaS services and are mature on DevOps and cloud adoption.
• Our products are used by different teams: Application Security, Threat Response, Software Development and Cloud Ops. The buying decision comes from CISOs / Directors of Security (and sometimes, although more rarely from CTOs or VPs of Engineering).
• We have a very strong presence on the US market where most of our revenue comes from. We address the US market from France over Zoom conferences since the incorporation of the company & from the US (we opened a subsidiary there).
• You must be willing to work over video conferences in such an international environment and be comfortable in English.

You will work closely with our Sales team based in France & US (Account Executives, Account Managers & Sales Engineers). You will work under the direct supervision of the Sales Director for France.

Mission & responsibilities :

• Define the Channel Sales strategy with the CEO (define the ideal partners to work with and how to build win-win relationships with them).
• Build a partner network across resellers, managed service providers, marketplaces, and other lead generation partners. Build the partner incentive program, find and establish win-win relationships with partners.
• Generate a qualified pipeline (opportunities) for sales reps through partners (for partners that do not win deals on their own).
• Collaborate with Sales & Marketing on how to enable partners the best, and manage those partners to achieve stated pipeline/ARR targets.
• Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Manage direct/channel conflict by fostering excellent communication between the channel and direct teams.
• Coordinate the involvement of GitGuardian staff, including support, service, and project management resources, in order to meet partner performance objectives and partners’ expectations.
• While you need to be an individual contributor at the beginning, we will rely on you to build a great team in the future!

Why should you join us?

As a post Series B startup, we are facing many exciting & strategic challenges and we are experiencing very rapid growth: our goal is to recruit +100 people in 2022!
Therefore, by becoming a Guardian you will benefit from:
🌴 A remote-friendly environment up to 3 days / week
💻 The latest setup equipment including cool apps, tools and technologies
👊 Working to develop a meaningful product → we already helped more than 200k developers!
🍺 Lots of team-building activities
🚀 Many opportunities for career development in the long term
📈 A strong engineering culture
🐕 Pet-friendly offices → every Guardian gets to bring their dogs to the office and we love it!
👫 Lots of trust & autonomy on your perimeter with a very transparent internal communication

You should join us only if :

• You have previous experience of building and driving channel sales
• You are used to handling complex negotiations with interlocutors around the world
• Thanks to your pragmatism, you know when and where to put your efforts into
• You are familiar with our industry
• You want to learn more! We will provide you some training to quickly get you onboard with our products and how to sell them!

Requirements :

• 3-5 years of successful experience of driving channel sales, ideally within the same product category (Software Development and/or Cybersecurity) and channel type.
• Strong English spoken and written skills - most communications will be in English.

Nice to Have :

• Strong personal network within the industry.
• Deep understanding of the startups dynamics and challenges.
• Have experienced strong team growth in a previous company.

• 1 visio call with the Talent Acquisition Manager
• 1 visio call with the Sales Director or CEO
• 1 study case with the CEO and Sales Director
• (optional) 1 call for you to meet other members of your choice from our great team to get to know them and ask any question you’d like!